11/14/2018 Foundations of Individual Giving: Identifying, Cultivating, and Stewarding Your Donors BIB Volunteer Conference – June 2018 Kimberly Ward,

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Presentation transcript:

11/14/2018 Foundations of Individual Giving: Identifying, Cultivating, and Stewarding Your Donors BIB Volunteer Conference – June 2018 Kimberly Ward, Managing Director, First Coast Chapter BIB Brent Glass, Associate Director, Individual Giving, BIB

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving Stewardship – Expressing thanks for the gift Identification – Friend-raising Solicitation – Presenting a proposal/Making the ask Cultivation – Building relationships

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving Identification Special event attendees, weekly packing volunteer team members, civic & church group, event sponsors, current donors, donors to peer-to-peer campaigns Cultivation Dedicate time to build relationship Invite to packing event, community event Ask what area of BIB they are passionate about

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving 3. Solicitation Ask for support Share Areas of Greatest needs: i.e. program growth, volunteers, community awareness If No, ask why (area of need, timing, dollar amount) Have next action clarified before end of meeting 4. Stewardship Ask how they would like to be thanked and then thank them and thank them again Show Outcome of Investment Send updates, stories, kid thank you

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving Finding Donors in Special Events Use your guest lists to find out how many times people have attended your special event. Discuss with event committee who needs follow-up. Identify people who have purchased the high-end ticket, table, or sponsorship and cultivate them as potential donors. So much money is left on the table because we do not follow-up with people who attend our events. An event without follow up = missed opportunity and money left on the table.

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving • Develop the attitude that you are aiding the individual and the decision making process by providing them with an opportunity to invest in a great, proven program where their money will be wisely spent. • People give to people they know and trust. Build relationships first, and then ask. • Keep potential and current donor informed of how well your program is performing and the successes. •Remember your highest potential next donor is the one that just gave. Don’t be afraid to return to the same supporter at least twice per year. They already have invested in your program once and are twice as likely to invest again.

11/14/2018 Tell Your Story

Foundations of Individual Giving ACTIVITY : Prospect identification 11/14/2018 Foundations of Individual Giving ACTIVITY : Prospect identification List 5-10 names of special event attendees for your action plan.

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving

11/14/2018

Foundations of Individual Giving 11/14/2018 Foundations of Individual Giving ’AWE’ Moments Questions? Kimberly Ward 904-574-6802 Kimberly@blessingsinabackpack.org Brent Glass 312-366-2749 Brent@blessingsinabackpack.org